1.
Commit
to
crushing
call
reluctance 

Success
starts
with
a
non-negotiable
decision.
Commit

today
to
wiping 
out
call
reluctance.
In
2024,
71%
of
licensed
Realtors
sold

zero
homes, 
in
part
because
they
dodged
proactive
lead
generation.
Don’t
join
them.  

Proactive
lead
generation
is
your
#1
job
for
predictable,
duplicatable 
success. 

◦
Master
proven
scripts:
Invest
in
battle-tested
scripts
to
banish 
the
fear
of
not
knowing
what
to
say.
Scripts
are
your
roadmap
to 
confident
conversations
and
booked
appointments.

Knowledge 
equals
confidence;
ignorance
equals
fear.
Practice
daily
until 
you’re
unstoppable,
but
practice
with
real
prospects! 

◦
Build
a
pre-proactive
lead
generation
routine:
Get
your 
head
in
the
game
before
you
dial.
Blast
motivational
music,
hit 
the
gym,
or
role-play
with
a
partner—find
what
fires
you
up
and 
make
it
a
daily
habit.
Consistency
breeds
results.
Remind
yourself
of
your
financial
goals
and
what’s
on
the
other
side
of 
doing
what
you
don’t
want
to
do
when
you
don’t
want
to
do
it
at 
the
highest
level;
if
you
can
do
it
at
the
gym,
you
can
do
it
on
the 
phone
as
well!

◦

Set
a
daily
contact
goal:
Tie
your
proactive
lead
generation
to 
your
income
goals.
Aim
for
10–15
quality
conversations
with 
decision-makers
daily,
targeting
one
qualified
appointment
per
10 
contacts.
Track
your
numbers
like
your
paycheck
depends
on
it—
because
it
does. 

◦
Embrace
the
unknown:
Not
every
call
will
be
perfect,
and 
that’s
fine.
Use
scripts
to
handle
objections
smoothly.
If
stumped, 
say,
“Great
question!
I’ll
have
an
answer
by
6
p.m.
tonight. 
What’s
the
best
number
to
reach
you?”
This
shows professionalism
and
buys
you
time. 

2.
Adopt
a
fearless
mindset 

Your
mindset
is
your
superpower—or
your
kryptonite.
Shift
from
self
doubt
to
service,
and
your
confidence
will
soar.
Every
call
is
a
chance 
to
solve
a
client’s
problem,
not
a
judgment
on
you. 

◦

Lead
with
service:
Focus
on
the
client’s
needs.
Ask
open-ended 
questions
to
uncover
their
goals
and
challenges.
This
strips
away 
your
ego,
making
you
a
trusted
problem-solver.
If
they’re
not 
ready,
it’s
not
a
“no”—it’s
a
“not
now.” 

◦

Target
high-value
leads:
Skip
low-yield
tactics
like
circle 
dialing.
Focus
on
expired
listings,
FSBOs,
probate
attorneys,
or 
divorce
attorneys,
which
deliver
3–5
times
more
appointments.
In 
2025,
low
inventory
(down
12%
year-over-year)
makes
these 
leads
pure
gold. 

◦

Own
your
leads,
save
your
wallet:
Proactive
lead
generation 
lets
you
generate
your
own
leads
without
spending
a
dime,
unlike 
online
leads
that
cost
$20–$100
each
and
burn
through
$1,000 
monthly
budgets.
Plus,
you’ll
need
just
10–15
daily
contacts
to 
land
an
appointment,
compared
to
50–100
for
online
leads
with 
their
measly
1–2%
conversion
rates.
Control
your
lead
flow,
save 
thousands,
and
work
smarter
with
high-converting
calls
to 
expireds
or
FSBOs.

◦

Proactive
lead
generation
with
purpose:
Call
for
buyers
with 
their
exact
criteria
in
mind
to
uncover
listings
and
prove
your 
value.
In
2024,
the
National
Association
of
Realtors
reported  

243,600
FSBO
sales,
365,760
expired
listings,
81,200
probate 
sales,
and
67,399
divorce-related
sales.
For
2025,

NAR
and
Altos 
Research
project
282,600
FSBOs,
424,000
expired
listings, 
94,200
probate
sales,
and
67,399
divorce
sales.

These
motivated 

sellers—often
desperate
for
solutions—are
your
ticket
to
listings. 
Build
relationships
with
probate
and
divorce
attorneys,
and
door
knock
FSBOs
and
expireds
to
convert
them
fast.
Face-to-face 
proactive
lead
generation
supercharges
your
skills
and  

confidence. 

◦

Listen
actively:
Resist
rushing
through
scripts.
Let
clients
talk, 
and
build
trust
by
addressing
their
concerns.
Active
listening 
turns
strangers
into
clients. 

◦

Reframe
rejection:
Rejection
isn’t
failure—it’s
progress.
Every 
“no”
gets
you
closer
to
a
“yes.”
Be
like
a
5-year-old
begging
for
a 
toy—relentless
and
unstoppable. 

3.
Maximize
efficiency
and
effectiveness 

Time
is
money.
Optimize
your
proactive
lead
generation
to
work 
smarter,
not
harder.
Track
your
ratios
to
spot
what’s
working
and
fix 
what’s
not. 

◦

Know
your
ratios:
Target
one
qualified
appointment
per
10 
contacts.
If
you’re
struggling,
check
your
lead
source,
scripts,
or 
closing
skills.
Our
coaches
can
diagnose
issues
fast,
saving
you 
months
of
frustration. 

◦
Stay
market-savvy:
Master
your
market—inventory
trends, 
interest
rates,
new
construction,
school
ratings.
Use
this knowledge
to
add
value
and
become
the
go-to
agent. 

◦

Use
the
F-O-R-D
framework:
Excel
at
conversations
with 
Family,
Occupation,
Recreation,
and
Dreams.
This
keeps
talks 
client-focused
and
builds
trust
naturally.

◦
Prioritize
proactive
lead
generation
time:
Spend
90%
of 
appointment-free
days
on
lead
generation.
Hit
peak
calling
or 
door-knocking
hours
(9–11
a.m.,
4–6
p.m.)
and
stick
to
a  

disciplined
schedule. 

4.
Stay
organized
and
keep
growing 

Discipline
sets
top
producers
apart.
Stay
organized,
celebrate
progress, 
and
never
stop
leveling
up. 

◦

Track
results
religiously:
Use
a
CRM
to
manage
leads,
follow
ups,
and
conversions.
Elite
Coaching
clients
always
know
if 
they’re
on
track
for
quarterly
and
annual
goals.
Without
tracking, 
you’re
guessing. 

◦

Dress
the
part:
Dress
one
notch
above
your
audience.
Invest
in 
3–5
sharp
work
outfits,
a
quality
haircut,
and
professional 
accessories
(pens,
tech,
glasses).
First
impressions
are
everything. 

◦

Celebrate
small
wins:
Every
contact,
conversation,
and 
appointment
is
a
victory.
Reward
consistency
to
keep
momentum. 
Scale
your
daily
contacts
to
crush
bigger
goals. 

◦

Follow
up
furiously
fast:
Speed
wins
deals.
Use
pre-qualifying 
scripts
to
pinpoint
motivated
leads
and
close
appointments
within 
24
hours.
Listings
with
video
generate
403%
more
inquiries,
so 
leverage
tech
to
stand
out. 

◦

Invest
in
coaching:
Premier
Coaching
fast-tracks
your
growth 
with
tailored
guidance
and
accountability.
Why
struggle
alone 
when
a
coach
can
make
you
a
market
dominator? 

5.
Your
path
to
fearless
proactive
lead
generation 

Call
reluctance
is
a
hurdle,
not
a
wall.
Commit
to
proactive
lead 
generation,
master
scripts,
adopt
a
service
mindset,
and
stay 
disciplined.
In
2024,
NAR
reported
4.06
million
home
sales,
with
top 
agents
earning
$561,600
annually
by
converting
one
lead
weekly
at
a 
2.7%
commission—that’s
$280/hour
for
doing
your
job
right.
Start 
today.
Pick
up
the
phone.
Use
these
strategies
to
crush
call
reluctance forever
and
build
the
predictable,
duplicatable
success
you
deserve. 
Coaching
makes
it
happen
faster—invest
in
yourself
and
own
your 
market. 

Tim
and
Julie
Harris
are
real
estate
coaches,
bestselling
authors,
and
 the
dynamic
voices
behind

Real
Estate
Coaching
Radio.

This
column
does
not
necessarily
reflect
the
opinion
of
HousingWire’s
editorial
department
and
its
owners.

To
contact
the
editor
responsible
for
this
piece:



[email protected].